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Yesterday, I got an intriguing tweet. It was from an individual and simply stated, We inspire sales people. If interested let's connect. I have to admit, the Read More

Time management. Given a long enough timeline, anything is possible. The problem for sales managers is a lack of power over the time in which to produce the results. Read More

Too often, as sales people, I think we focus too much on where the customer is now, what are their current problems, what are their needs, how do we present something that gets them to buy now. We struggle at selling--the project may not be a priority, funds aren't allocated, we get close, but no s Read More

Twice over the past week, I have been involved in some interesting conversations revolving on engaging customers in talking about their business problems and Read More

Why Didn't You Buy From Me? This six and a half word sentence is probably the most difficult, but one of the most important questions a sales person can ever ask. It's a question we tend to avoid asking because it is an admission of failure -- tough for any of us. However, not asking it is a bigger Read More

Michael Webb poses the question:  Is a Sales Process the same as a Methodology?  He provides a thoughtful view (though doesn't answer the question until his Read More

By now, you probably know that I have a fairly short fuse and tend to get impatient fairly quickly--and sometimes unfairly.  However, I couldn't restrain Read More

Good business management and good sales management requires that you know how much you are pay for inputs that produce results. Your sales force is an input. Read More

The performance improvement plan is emotionally tough for everyone involved—the sales manager, the poor performing sales person, even others in the organization. It’s important, however, that everyone enters this with the same goal in mind, the objective of the performance improvement plan is a suc Read More

Visit enough social networking sites, LinkedIn questions, and sales forums, and you will see questions like this:  What's a killer question to ask a Read More